Global Commercial Vice President

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organization with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organization. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

Key Figures: Revenue £1,112m (2022), ~8,500 employees, manufacturing in 30+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

Carbon Business: 
The carbon-based products businesses are combining and this will bring together a vast array of products, markets and clients, as well as people and talent. This position will be responsible for merging the two global commercial teams into one global function to leverage strengths. 

The carbon business of Morgan Advanced Materials designs and manufactures a broad range of high performance solutions for rotary transfer systems, linear transfer systems and electrical carbon systems. It also manufactures high-performance self-lubricating bearing and seal components, predominantly used in pumps, industrial and domestic, or other sealing applications.
Our materials differentiate our engineered solutions in a broad range of markets, both core industrial and emerging fast-growing markets. 

As the Global Commercial VP, you will drive the commercial strategy for the carbon business, which is part of the Morgan Advanced Materials group.

This is a senior position which will shape the trajectory of our global business, so if you are ready to bring your strategic courage and transformational leadership to our team, you should apply.

This position will report directly to the President of the carbon business. The company is going through an exciting transformation and this role will spearhead commercial and organizational change. We have ambitious targets in both our core and emerging markets. This position will lead a large global team with a widely spread geographical presence, across a complex portfolio of products and technologies, serving a broad range of clients. 

We are seeking a seasoned commercial leader for this pivotal role. The ideal candidate possesses a proven track record of commercial excellence and experience in global leadership roles. A technical or engineering background, together with experience in manufacturing are preferable. An MBA qualification would be an advantage. This position is remote.

Essential Functions:
Personally and through a high performing team, accelerates commercial delivery across the full portfolio of our global markets:
•    Gains deep insights and understanding of key applications and customers to construct sound business strategy;
•    Builds trust-filled partnerships with key customers in order to help them achieve success through our products and services. Leads the development of strategic partnerships with key players in these growing markets and builds enduring relationships;
•    Generates successes through new business development with new customers;
•    Optimizes our market share with key customers, maximizing our revenue and profitability;
•    Drives sales with sound processes and a data driven approach;
•    Negotiates win-win contracts and deals in order to grow the business;
•    Drives improved use of our commercial tools such as CRM, BI QlikView, Sales Matrix, Market Maps, Negotiations and Value-Pricing tools.

Builds and directs a strong team centered on strong commercial acumen, creativity and customer focus:
•    Hires and directs strategic marketing resources to get close with key customers and gathers insights from key market trends to instruct our product development portfolio and inform product positioning and value pricing;
•    Deploys applications development engineers to understand customer needs and develop custom solutions, training tools, and services to strengthen our relationship and exceed our key customer needs;
•    Directs a dedicated global sales and key account management team to incremental annual growth. 
•    Leads manufacturing teams towards a customer-focused set of operations, on time delivery and competitive costing with strong LEAN and continuous improvement acumen;
•    Builds strong pipeline of talent and succession planning;
•    Communicates proactively as a global team to maintain focus and drive delivery to goals.
 
Delivers quality products on time, in quality, and with high customer satisfaction:
•    Drives initiatives to position Morgan for lower cost, higher value-add, and best in class quality;
•    Drives capital investment to increase capabilities and volumes;
•    Partners effectively with manufacturing facilities to improve delivery and improve customer perception;
•    Lead a global commercial organization accountable for a current sales revenue of c£350m, and accountability for full P&L, EBITA and cash generation for a collection of small commercial sites;
•    Lead Global commercial segment teams in Clean energy, Clean transportation, Core Industrial;
•    Includes segment leaders, sales teams, applications engineering, and product management.
•    Global Marketing communications;
•    Segment and regional Customer Satisfaction teams.

Partners effectively with supporting functions by open and transparent communication, expectation setting, common processes and review cadence:
•    Global Operations and Supply Chain: Collaborates to communicate customer needs, solve problems proactively, participate monthly in S&OP processes, together forecast and overall set the tone for customer-focused operations in our materials plants;
•    Global Marketing Communications: Communicate the value propositions and messaging to the global marcom team so that they can deploy the messaging appropriately and help amplify the communication through digital and physical means. Partner for successful documentation and sharing of collateral and other documents;
•    Global Technology: Partner via the Technology Director with the COE and other product technology teams to articulate new business concepts, write justification papers to start R&D investment, and partner throughout the development process shepherding the concept through the stages and into the market with successful go to market launch strategy;
•    Global Strategic Projects and NMD: Partner with our new business team on successful orchestration of bigger and more strategic projects. Collaborate on annual strategy and planning review sessions.

Key Performance metrics and objectives:
•    Global Revenue Accountability in the global commercial segment teams in clean energy, clean transportation, aerospace, automotive, armor and core industrial;
•    Global standard margin responsibility;
•    New Product Concept development, vitality increasing over time;
•    New business lead development;
•    Safety and Environment KPIs;
•    Customer Satisfaction KPIs.
 

VITRU | International Executive Recruitment is exclusively assisting Morgan Advance Materials to recruit the best candidate for this crucial role.

Requirements:
•    A bachelor's degree (preferably in a scientific or engineering discipline) although business, marketing, or a related field will be considered. A Master's degree or MBA is preferred;
•    A demonstrable competence in mechanical engineering, electrical engineering, chemical engineering, materials science engineering or other scientific disciplines is extremely important; 
•    Proven track record of at least 10 years in progressively responsible commercial roles, including experience in global sales and international markets;
•    Solid understanding of the manufacturing industry, preferably in a B2B environment;
•    Strong strategic thinking and analytical skills, with the ability to identify trends, analyze data, and make data-driven decisions;
•    Exceptional leadership and people management abilities, with a track record of building and developing high-performing teams; 
•    Excellent communication and negotiation skills, with the ability to engage and influence stakeholders at all levels.

How to apply:

If you are interested and you meet all the above requirements please send your English resume via the apply button to VITRU, The European Executive Recruitment Firm. For more information about this position, please contact Guy Laeven at VITRU in The Netherlands via +31 6 19 79 80 68 (www.vitru-hr.com)

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